Question 1

Andrew,who works for TeaTree,is going for his first sales call to Dynamo Motors.TeaTree leads the market in the vending machine industry for beverages.Andrew hopes to meet the members of the buying center first so he can estimate the demand for beverages and engage them in a presentation regarding his products.Additionally,he would also like to get permission to give a demonstration at the MNC so its employees can taste TeaTree's beverages and provide their feedback.Obtaining the permission to provide a demonstration of his vending machine is a(n) _____ for Andrew's sales call.

Accepted Answer

A)   minimum call objective
B)   strategic mission
C)   sales quota
D)   primary call objective
E)   optimistic call objectiveF) A) and D)
G) B) and E)

Question 2

As a salesperson,a simple way to ensure that the sales call objectives determined are measurable is to:

Accepted Answer

A)   use a canned sales presentation.
B)   follow the guidelines set by your sales supervisor.
C)   set long-term goals based on your sales call objectives.
D)   align your objectives with the strategic objectives of your company.
E)   set objectives that require a buyer's response.F) A) and B)
G) C) and D)

Question 3

TECAmerica,Inc.sells electronic scales used for weighing meats and vegetables.A salesperson for TECAmerica is calling on the headquarters of Kroger supermarkets.He has set his sales call objectives to meet the members of the buying center,to have his product brochures sent to the appropriate geographic division managers of Kroger,and to be allowed to demonstrate the superiority of his company's scales.If he truly expects to achieve his objective of meeting the members of the buying center,then the others would be classified as _____ call objectives.

Accepted Answer

A)   ideological
B)   primary
C)   visionary
D)   secondary
E)   minimumF) B) and E)
G) B) and D)

Question 4

Martin is planning his first sales call on F&S Industries.He has decided to postpone the call until he knows everything there is to know about the company and the prospects on whom he will be calling.What's wrong with this idea?

Accepted Answer

To gather all the relevant information i...

Question 5

If a salesperson does not know the basics about a prospect's company,then the:

Accepted Answer

A)   prospect will not meet the salesperson at all.
B)   prospect's receptionist will prevent the salesperson from meeting the prospect.
C)   prospect may justifiably refuse to take the deal forward.
D)   salesperson may begin to experience a phenomenon called analysis paralysis.
E)   salesperson should make "getting the deal" the formal objective of the first sales call.F) C) and D)
G) B) and E)

Question 6

A farm machinery salesperson has spent the last three weeks gathering information about a prospective customer.He has researched the customer's existing machinery and buying potential.However,he delays the actual meeting with the customer because he feels that he requires a couple of weeks more to gather enough information to make the sales call.In this scenario,the salesperson is experiencing a(n) :

Accepted Answer

A)   acute shortage of data about the customer.
B)   phenomenon called analysis paralysis.
C)   problem in meeting the client directly because of the existence of a screen.
D)   obstacle in finalizing the deal because of an influential adversary.
E)   problem in contacting the focus of power in the farm because of the gatekeepers.F) A) and E)
G) C) and D)

Question 7

Effective call objectives must be:

Accepted Answer

A)   expressed only in monetary terms.
B)   specific, realistic, and measurable.
C)   standardized for all sales representatives in a company.
D)   independent of any cultural influences.
E)   all of the above.F) C) and E)
G) A) and E)

Question 8

Multiple sales objectives reduce salespeople's fear of failure.

Accepted Answer

A) True 
 B)False

Question 9

Brandi,a sales trainee,watched as her sales supervisor chatted with a prospect's secretary in a very friendly manner.Brandi felt that such behavior was inappropriate in a business situation and she did not understand why her supervisor was asking the secretary about what sports the prospect follows closely.Brandi is unable to understand her supervisor's actions.Which of the following statements would help her understand the functional value of such interactions in a sales situation?

Accepted Answer

A)   Brandi's supervisor has found a meaningless way to pass the time while waiting for the appointment.
B)   The prospect will see Brandi and her supervisor more quickly if they prevent the secretary from getting any work done.
C)   Secretaries are a rich source of information about a prospect and are important for successful sales calls.
D)   Salespeople should talk to secretaries in order to appear to be working.
E)   Secretaries are poor sources of information about the prospect.F) B) and C)
G) B) and E)

Question 10

Billy is a charming sales representative.He uses his skills and persuades the prospect's secretary to get him a face-to-face meeting with the prospect.He convinces her that the product he is selling will greatly benefit her company.The technique that Billy is using is known as:

Accepted Answer

A)   ignoring the screen.
B)   taking down the screen.
C)   going under the screen.
D)   going through the screen.
E)   going over the screen.F) C) and D)
G) A) and B)

Question 11

The first step in setting objectives for a sales call is to review what has been learned from the organization's mission statement.

Accepted Answer

A) True 
 B)False

Question 12

In the buying center,the person who can approve,prevent,and/or influence action is called the _____.

Accepted Answer

A)   focus of receptivity
B)   focus of dissatisfaction
C)   focus of power
D)   driver
E)   gatekeeperF) B) and E)
G) A) and C)

Question 13

Jonah,a salesperson,hears of a lead and decides to pursue it.He determines getting acquainted with the client to be his call objective for the first sales call.As he reviews his notes after the sales call,he realizes that he does not have much information about the needs and the business potential of this lead despite having met most members of the buying center.Which of the following drawbacks of his call objective is most likely to explain this shortage of information faced by Jonah?

Accepted Answer

A)   It puts too much emphasis on service.
B)   It says nothing about the product being sold.
C)   It is not measurable.
D)   It is too personal.
E)   It is unrelated to company goals.F) A) and B)
G) C) and D)

Question 14

When making a telephone call to a new client,salespeople must:

Accepted Answer

A)   contact the top management of the company directly.
B)   prepare themselves for any objections that may come up in the conversation.
C)   avoid answering any queries raised by the prospect about their products or services.
D)   attempt to finalize the deal during the first call itself.
E)   prepare to aggressively market their product over the telephone.F) B) and C)
G) C) and E)

Question 15

Kerry,a sales representative from Spitz Inc.,has a lead on a potential customer for her company's line of vacuum cleaners.She calls the prospect's firm and speaks to the secretary.What should be the primary goal of this call?

Accepted Answer

A)   To make an appointment with the prospect
B)   To finalize the sale of the vacuum cleaners
C)   To make Spitz the sole supplier of vacuum cleaners to the prospect
D)   To engage in the practice of seeding
E)   To compromise the credibility of competing salespeopleF) A) and B)
G) D) and E)

Question 16

It is important for salespeople to consider the company's overall promotional campaign when developing multiple call objectives for a prospect.

Accepted Answer

A) True 
 B)False

Question 17

To be useful,a call objective must be generic and non-measurable.

Accepted Answer

A) True 
 B)False

Question 18

A(n) _____ is defined as a written statement (usually one or two sentences) that clearly states how purchasing a product or service being offered can help solve the customer's perceived business issue.

Accepted Answer

A)   optimal sales call objective
B)   mission statement
C)   sales presentation synopsis
D)   statement of expectation
E)   customer value propositionF) A) and E)
G) D) and E)

Question 19

All of the following are generally recognized as advantages of planning sales calls EXCEPT:

Accepted Answer

A)   it increases the customer's confidence.
B)   it saves the customer's time.
C)   it guarantees that a deal will be finalized.
D)   it gives the salesperson more time for tasks associated with managing his or her territory.
E)   it helps the salesperson to deliver a sales presentation based on specific objectives.F) C) and D)
G) None of the above

Question 20

What are the two methods that can be used when the buyer(s)is in one location and the salesperson who is presenting a product demonstration is in another physical location?

Accepted Answer

The two methods used when the ...

Exam 7: Planning the Sales Call

It is important for salespeople to consider the company's overall promotional campaign when developing multiple call objectives for a prospect.

Correct Answer
verified

Martin is planning his first sales call on F&S Industries.He has decided to postpone the call until he knows everything there is to know about the company and the prospects on whom he will be calling.What's wrong with this idea?

Correct Answer
verified
To gather all the relevant information i...
View Answer

Correct Answer
verified

As a salesperson,a simple way to ensure that the sales call objectives determined are measurable is to:

Correct Answer
verified

Correct Answer
verified

Billy is a charming sales representative.He uses his skills and persuades the prospect's secretary to get him a face-to-face meeting with the prospect.He convinces her that the product he is selling will greatly benefit her company.The technique that Billy is using is known as:

Correct Answer
verified

What are the two methods that can be used when the buyer(s)is in one location and the salesperson who is presenting a product demonstration is in another physical location?

Correct Answer
verified
The two methods used when the ...
View Answer

All of the following are generally recognized as advantages of planning sales calls EXCEPT:

Correct Answer
verified

Correct Answer
verified

If a salesperson does not know the basics about a prospect's company,then the:

Correct Answer
verified

Effective call objectives must be:

Correct Answer
verified

A(n) _____ is defined as a written statement (usually one or two sentences) that clearly states how purchasing a product or service being offered can help solve the customer's perceived business issue.

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

In the buying center,the person who can approve,prevent,and/or influence action is called the _____.

Correct Answer
verified

The first step in setting objectives for a sales call is to review what has been learned from the organization's mission statement.

Correct Answer
verified

Kerry,a sales representative from Spitz Inc.,has a lead on a potential customer for her company's line of vacuum cleaners.She calls the prospect's firm and speaks to the secretary.What should be the primary goal of this call?

Correct Answer
verified

Multiple sales objectives reduce salespeople's fear of failure.

Correct Answer
verified

To be useful,a call objective must be generic and non-measurable.

Correct Answer
verified

When making a telephone call to a new client,salespeople must:

Correct Answer
verified

Exam 7: Planning the Sales Call

It is important for salespeople to consider the company's overall promotional campaign when developing multiple call objectives for a prospect.

Correct AnswerverifiedShow Answer

Martin is planning his first sales call on F&S Industries.He has decided to postpone the call until he knows everything there is to know about the company and the prospects on whom he will be calling.What's wrong with this idea?

Correct AnswerverifiedTo gather all the relevant information i...View AnswerShow Answer

Correct AnswerverifiedShow Answer

As a salesperson,a simple way to ensure that the sales call objectives determined are measurable is to:

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Billy is a charming sales representative.He uses his skills and persuades the prospect's secretary to get him a face-to-face meeting with the prospect.He convinces her that the product he is selling will greatly benefit her company.The technique that Billy is using is known as:

Correct AnswerverifiedShow Answer

What are the two methods that can be used when the buyer(s)is in one location and the salesperson who is presenting a product demonstration is in another physical location?

Correct AnswerverifiedThe two methods used when the ...View AnswerShow Answer

All of the following are generally recognized as advantages of planning sales calls EXCEPT:

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

If a salesperson does not know the basics about a prospect's company,then the:

Correct AnswerverifiedShow Answer

Effective call objectives must be:

Correct AnswerverifiedShow Answer

A(n) _____ is defined as a written statement (usually one or two sentences) that clearly states how purchasing a product or service being offered can help solve the customer's perceived business issue.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

In the buying center,the person who can approve,prevent,and/or influence action is called the _____.

Correct AnswerverifiedShow Answer

The first step in setting objectives for a sales call is to review what has been learned from the organization's mission statement.

Correct AnswerverifiedShow Answer

Kerry,a sales representative from Spitz Inc.,has a lead on a potential customer for her company's line of vacuum cleaners.She calls the prospect's firm and speaks to the secretary.What should be the primary goal of this call?

Correct AnswerverifiedShow Answer

Multiple sales objectives reduce salespeople's fear of failure.

Correct AnswerverifiedShow Answer

To be useful,a call objective must be generic and non-measurable.

Correct AnswerverifiedShow Answer

When making a telephone call to a new client,salespeople must:

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified
To gather all the relevant information i...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
The two methods used when the ...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
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Correct Answer
verified

Correct Answer
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Correct Answer
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Correct Answer
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